Before we get to what is a positive industry story this week, let's get the less good news out of the way first.

You may have already seen the article in the Update today from the AEA, confirming that we've just experienced the lowest tractor registrations for a December for three years.

It's an interesting story because even though the bottom line for the year meant that total registrations for 2019 were 2% higher than in 2018, as Stephen Howarth, agricultural economist at the Association explains, it's not quite as straightforward as that. Stephen says, ". . the 2018 figure understated the true size of the market due to a large number of pre-registrations in late 2017 ahead of the application of the 'Mother Regulation'. Therefore, the figures indicate that the size of the tractor market for 2019 as a whole will have been significantly down on the previous year, particularly in the second half of the year."

Anecdotally we've been aware of tough trading conditions throughout 2019, but to get it confirmed by these stats today, cements the year as a particularly difficult one.

It's not just our industry of course which has found the going hard. There was the widely reported news this week that we've just seen the worst year for retail for 25 years according to the British Retail Consortium.

Perhaps some solace can be taken then, that it's not just our sector which has faced a struggle this past year. With all the well-documented uncertainty and upheavals the country has faced recently, it's almost no wonder that consumers are being prudent with their spending.

So for this week to see a particularly upbeat and positive LAMMA show for the agricultural machinery sector, is perhaps just the kick-start and boost which this new decade needed!

LAMMA took place at the NEC on Tuesday and Wednesday for its second indoors event and from the accounts emerging from Birmingham, there appears to be cause for some optimism heading into 2020.

You can read what Martin Rickatson, Service Dealer's agricultural machinery editor, thought of the event here.

You can also watch today a series of interview videos which Service Dealer recorded at the show this week. Our new recruit, Kate Godber, spoke to a bunch of manufacturer representatives, all of whom felt there were opportunities for dealers this coming year. Indeed some were launching new brands and were actually looking to establish new dealer networks which must be sign that they see potential in the market place.

Kate's view of the show was that it upbeat and buzzy. She said, "There was a buoyant mood at this week’s LAMMA, with everyone we spoke to being extremely positive about the show and the new decade. The lanes were busy, even on Wednesday afternoon and the organisers were confident about the numbers through the door. 

"Brexit and its effect on buying was still a topic of discussion, but it seemed people were ready to part with their cash and many of the manufacturers we visited were very happy with the conversations they'd had."

Kate also mentioned the emphasis the show had new innovations, describing this as the "hot topic" this year. She said it was an area which the organisers were very keen to push and pointed out that their new Farming 4.0 speaker sessions were "standing room only."

Also encouraging for our ag machinery dealer readers, it seems that the show attracted its share of young people. I saw various social media posts this week, mentioning how great it was to see so many members of the younger generation getting into farming. Along these lines Kate also said how successful the ATV company Can-Am were in attracting a large crowd to their stand by inviting the sort of guests to speak who were always going to appeal to millennials - influencers. They packed them in on Wednesday afternoon when Tom Pemberton (Tom Pemberton Farm Life), Oliver Roberts (Olly’s Farm) and Hannah Jackson (RedShepherdess) all appeared.

The influencers speaking on Can-Am's LAMMA stand this week

Which is all very encouraging. Hopefully this positivity shown for the agricultural sector will be continued when the turf care contingent make their way to Harrogate for BTME from the 21st to the 23rd of the month. We've already heard today from Barrus that they will be showing a new brand which they will be looking for new dealers for. So it appears there could well be new avenues of opportunity cropping up for dealers of all machinery types this year.

Being mindful of course that conditions will remain tough, I don't think it can do any harm to see bright spots emerging from events like LAMMA. It won't do any good constantly looking for the gloom. If shows can act as a spark of inspiration to try something new, then why not?

We just need the weather to behave and play its part!

Barrus has announced the addition of the BlueBird brand to its lawn and garden product portfolio.

Caroline Brown, marketing executive, Lawn & Garden at Barrus told Service Dealer this week, "The product will be sold through the established Barrus dealer network but we are also looking for new dealers."

BlueBird sold its first power rake in 1961 and has been producing commercial products built for professionals ever since. 

The new and exclusive 125v Lithium-ion battery and petrol-powered ranges of professional turf care equipment includes aerators, power rakes, overseeders, sod cutters, stump grinders and hover mowers.

“The agreement with BlueBird to become their exclusive distributor for the UK further strengthens our growing product offering in the turf care market and we look forward to launching the range to our customers and dealers at BTME in January.” commented Phil Noble, divisional sales manager, Lawn and Garden, E P Barrus.

The initial range of 125v battery-powered machines includes an 18” and 22” power rake, a 17.5” and 19” aerator and a 20” hover mower for professional use.

Mike Evan, president of BlueBird added, “Our mission is to supply our customers with the best, most durable equipment combined with superior customer service’ and we look forward to working with Barrus to deliver the brand in the UK.”

According to figures released by the AEA, the recent downward trend in UK registrations of agricultural tractors continued in December, with the monthly total 23% lower than in the same month of 2018.

At 657 machines, the total was the lowest December figure for three years.

Strong growth in the early months of 2019 meant that total registrations for the year were 2% higher than in 2018, at 12,333 units.

"However,"  explains Stephen Howarth, agricultural economist at the AEA, "the 2018 figure understated the true size of the market due to a large number of pre-registrations in late 2017 ahead of the application of the 'Mother Regulation'. Therefore, the figures indicate that the size of the tractor market for 2019 as a whole will have been significantly down on the previous year, particularly in the second half of the year."
 
Stephen continued, "The downward trend has been apparent in the figures since the spring, when numbers are thought to have been inflated by machines being brought into the country ahead of the original Brexit date. Across May to December, registrations were 6% lower than in the same period of 2018.

"For the final quarter of the year, the annual decline accelerated to 16%; registrations in this period were the lowest for the fourth quarter since 2014 and for any three-month period in nearly three years."

The Ad Plain, who own Service Dealer, are pleased to announce Kate Godber has joined the team as an account manager and will be working closely with the Service Dealer & TurfPro websites, the Conference, Garden Trader and the launch of My Mower Specialist in the U.S this spring.

Kate Godber at LAMMA this week

Kate joins from bira who own BAGMA, where she held the role of senior communications and PR officer. There she oversaw the publishing arm of the business, writing for two membership magazines, arranging interviews and regularly communicating with members.

Duncan Murray-Clarke, md of The Ad Plain said, "We are delighted that Kate has joined our team. Readers will get to know her through her management of the Garden Trader website where key amongst her many duties is her dealer liaison role. She will also be closely involved across both Service Dealer and TurfPro and in the organising of our Conference. In addition Kate will play a key role in our exciting launch of our U.S version of Garden Trader, My Mower Specialist, this spring, acting as UK liason with the American team."

Kate said, "I’m extremely excited to have joined the great team at The Ad Plain and to be working with them to promote the Garden Trader website. I look forward to catching up with dealers on the various areas of the business I'm involved with and I am thrilled to have started here at such an exciting time, especially with the launch of My Mower Specialist."

Vincent Tractors & Plant, has been awarded Gold Plus for Kubota Dealer Service Excellence.
 
Now in its 53rd year in business, the family owned machinery dealer with branches in Fraddon, Holsworthy and Smithaleigh, near Ivybridge, is the only full line dealership in the country to achieve this status.

Paul Vincent receives the award from Rob Wilkins from Kubota on behalf of The Vincent Tractors & Plant team
 
The awards, which are assessed and presented every two years by Kubota, are based on dealer equipment, facilities, commitment to training and, most importantly, customer service.
 
The Kubota customer satisfaction survey is submitted to customers after every product sold and is used to rate the service department of every Kubota dealer.
 
“This fantastic achievement reflects our team’s hard work and ‘customer first’ commitment“, remarked Paul Vincent, Vincent Tractors & Plant managing director. 
 
“I would like to thank all the team at Vincent Tractors & Plant for their diligence and dedication. The industry is going through tremendous change and we are working hard to innovate to ensure we can meet and exceed our customers’ requirements and expectations.
 
“It’s been a real team effort across all three depots to achieve this level of service!”
 
Rob Wilkins, Kubota’s regional service manager, remarked, “I have been working with Vincent’s for a number of years now and in last five years they have raised the bar with regards to the level of service they offer to their customers as well as their commitment to their own team.  We have had our challenges but we have worked together to resolve them.”
 
Full line Kubota dealerships supply and service agricultural tractors and implements and Kverneland implements, compact tractors and ride on mowers as well as the construction range of excavators, loaders and tracked dumpers.

Kuhn Farm Machinery won an unprecedented ‘treble’ at LAMMA 2020 this week with silver medals in Future Innovation, Livestock Innovation and Arable Innovation categories of the event awards.

Future Innovation Silver Award: I-SPRAY

 
Success in the Future Innovation category came with the silver award for the Kuhn I-SPRAY, a development in spot spraying technology that will allow targeted application of herbicides. The result of collaborative work with artificial intelligence company Carbon Bee, Kuhn say the I-SPRAY concept has shown the potential in earlier development work to reduce herbicide use by as much as 80%. The company believe I-SPRAY creates the potential to address some significant environmental and weed resistance challenges facing modern arable farming.
 
Livestock Innovation Silver Award: Intellimix

Kuhn’s Intellimix advanced mixer control system was the recipient of a silver award in the Livestock Innovation category. A feature on the company’s triple vertical auger Euromix I 39.3 DL mixer wagon on show at LAMMA, the system works via a continuously variable transmission that is integrated into the tractor controls through ISOBUS. This allows a reduction in start-up torque by up to 50% and - through automated changes to auger speeds in response to loading –- optimises the use of power throughout the mixing and feeding process.
 
With opening and closing of the hopper door automatically triggering the switch between auto-mix and auto-feed modes, and with auger speed able to be pre-set in relation to varying conditions in the hopper, the operation is fully automated and requires no operator intervention.
 
Arable Innovation Silver Award: TWINPACT double plunger

A silver award in the Arable Innovation category recognised the company's development of its TWINPACT double plunger system, which allows up to 25% higher square bale density without the need for greater tractor power. The plunger operates with split impact, in which the bottom half of the plunger hits the bale first followed by the top half, using the full force available on each impact. This eliminates the need for an oversized driveline, flywheel or mainframe.

The organisers of SALTEX have published the results of the 2019 post-show survey.

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From 30 to 31 October a record-breaking 9,104 visitors attended the NEC, Birmingham.

According the the survey results, growth in visitor numbers at SALTEX 2019 was supported by a large proportion of first-time attendees. 34 per cent visited SALTEX for the first time in 2019 compared to 28 per cent in 2018, 27 per cent in 2017, 26 per cent in 2016 and 23 per cent in 2015. 93 per cent of survey respondents rated their overall show experience as being either very good or excellent.

SALTEX say their visitors came from far and wide as the show continues to attract a growing international audience. This year’s show saw attendees from 49 overseas markets, topping the previous record of 45 countries which was set at SALTEX 2016.

The post-show survey also confirmed the high calibre of visitors, most of whom came from groundscare contracting companies, local authorities, dealerships, schools and universities, and sports clubs.

The buying power of SALTEX attendees was also high, with 36 per cent of survey respondents confirming that the purchasing responsibility was solely theirs, while 43 per cent contribute to the buying process and 32 per cent have the authority to sign-off on purchases up to £50,000.

Many exhibitors agreed that SALTEX 2019 was the most financially beneficial yet with 40 per cent of survey respondents saying they made purchases on the show floor.

The post-show survey findings also revealed top priorities for attending with 68 per cent saying they visited SALTEX to source new products/services/suppliers; 66 per cent attended out of general interest; 44 per cent wanted to see the latest industry innovations; 39 per cent attended to network with other like-minded individuals and 35 per cent to witness machinery demonstrations.

Product innovations were also a big pull this year, and 87 per cent of attendees rated the mix of products on display as excellent. The show also offered visitors the opportunity to see a number of these products in action through Eco Village demonstrations - which 78 per cent of survey respondents rated as excellent.

Attendees also made use of the training, advice and educational opportunities. The 57 free-to-attend, CPD-accredited seminars in the Learning LIVE programme proved popular with 84 per cent of survey respondents claiming the education offering was either very good or excellent; 83 per cent made the most of the Ask the Expert feature and 77 per cent said the Pathology and Soil Science LIVE was also an excellent feature.

SALTEX will be celebrating its 75th anniversary in 2020 and will take place at the NEC, Birmingham on 4 and 5 November and 95 per cent of SALTEX 2019 visitors concluded the survey by indicating that they will be returning.

Kubota announced this week that is has invested in a California-based startup called Abundant Robotics, developing automated apple-picking robots.

Through this investment the Japanese manufacturer says they intend to contribute to labour-saving and efficiency improvement in farming in the U.S. and other countries.

This latest development follows on from Kubota launching last year what they call their 'Innovation Center' as a division to enhance cooperation with external partners.

They say they are currently pursuing negotiations for collaboration with startups, which commenced in August 2019 when they invested in a company called Advanced Farm Technologies, Inc who are developing robotic strawberry picking technology.

Norse Commercial Services (NCS) has purchased a Ventrac 4500 all-terrain compact tractor and Tough Cut deck, through supplying dealer Ernest Doe & Sons, to help maintain the embankments of the new Broadland Northway.

The 19.5 km (12 mile) dual carriageway, formerly known as the Norwich Northern Distributor Road (NNDR) connects traffic from the eastern approaches to the northwest of the city.

Completed in April 2018 at a cost of £208 million, it has 39 km (24 miles) of embankments that have been planted with 380,000 native shrubs and trees, including gorse, oak, acer and hawthorn. Areas with no tree or shrub planting have been seeded with four differing mixes of wildflower seeds. It is these wildflower areas that the Ventrac and Tough Cut deck are maintaining.

Martin Adcock is operations manager at Norwich Norse Environmental, one of the three companies involved in the joint venture to maintain the highway, and was the person tasked with finding a solution to the maintenance issue.

“My first action was an internet search for slope mowers. Remote controlled mowers, including our Roboflail, featured prominently but productivity was an issue due to their limited width of cut. The Ventrac also featured in the search and it appeared that it could do the job. However, I had not heard of the machine before and was quite sceptical. I contacted our dealer, Ernest Doe, who is a trusted partner and has supplied us with groundscare equipment for many years.

“They advised that they had experience of the machine and could arrange a demonstration, which was done very quickly. Once I’d seen it in action, and had a chance to operate it myself, I realised that it would certainly do the job for us. The demo was brilliant; it tackled the embankments with ease and left a very acceptable finish."

Jack Adcock is the principal operator of the Ventrac and said, “Used in conjunction with our Roboflail, which can be used on slopes up to 55 degrees, we have all the right equipment to do the job and keep the highway looking really presentable.”

Dennis and SISIS are heading to West Palm Beach, Florida on January 13-16, to exhibit at the Sports Turf Managers Association (STMA) Conference & Exhibition.

The British manufacturers have exhibited at the show for a number of years, which takes place in various states across America yearly and say they have on each occasion enjoyed huge success.

For the 2020 show, the companies say that visitors to their stand (booth 131) can expect an insight into the array of turf maintenance products manufactured by themselves.

Products appearing on the stand will include:

• Syn Pro SVR 1500 – for synthetic turf
• SISIS Javelin Aer-Aid 1500 – for aeration
• Dennis G860
• Dennis ES-860
• Dennis PRO 34R – for debris collection

A number of experienced turf experts from Dennis and SISIS will be on hand at the exhibition to speak in detail about the products.

Garden Trader is helping send quality leads to specialist garden machinery dealers in the UK. It has been designed to support and promote our dealer industry to consumers who are specifically searching for garden machinery products and services.

It is easy and quick to register and costs just £96 + VAT per year to be listed and all revenues in 2020 will be reinvested into promoting the site online.

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Healthy crowds and a rise in exhibitor numbers and stand space at this week’s event appeared to vindicate show organiser AgriBriefing’s move last year to shift the LAMMA agricultural machinery and services exhibition indoors, with the second show to be held at the NEC in Birmingham supported by strong attendances from both visitors and standholders, despite some notable absentees remaining among the latter.

Many visitors were heard to praise the facilities provided, including good accessibility, parking and food outlets, and the free entry format, requiring attendees to fill in their farm data on a form in exchange for an entry badge, appeared to continue to work well, with many having pre-registered, leading to reasonably short queues at the entrance desks. As with many shows, the strongest crowds appeared to throng the halls in mid-morning, with a notable lull from lunchtime onwards. 

There was a notably strong presence from the likes of AGCO’s Fendt and Valtra brands, SDF, ARGO with its McCormick and Landini products, JCB, Kubota and UK manufacturers such as sprayer and hedge-trimmer makers. The show also garnered strong support from companies seeking UK importers and dealers, including the likes of AS Tractors, which exhibited new lines of Basak premium tractors and Alpler machinery to support its established Armatrac tractor range. However, the continued absence of key multinationals such as John Deere, Claas, Case IH, Massey Ferguson, Kverneland, Amazone and Horsch, based largely on a common argument that stand and staff costs will exceed likely sales rewards from attendance, was heard to be commented on by a number of visitors.  

Next year’s show dates move forward one week to the second full week of January rather than the first, in a move that appears to have been welcomed by the vast majority of exhibitors, following the back-to-work new year rush to get show stands prepared for the show this year and last. LAMMA dates for 2021 have been confirmed as January 12-13.